The Professional Services Pursuit

AI isn’t just disrupting SaaS, it’s forcing a fundamental rethink of what software is actually worth. In this episode, Brent sits down with Kantata CEO Michael Speranza to unpack the growing tension across the market: buyers questioning why they should pay for software they think AI can build, and boards pushing leaders to prove long-term, defensible value. The conversation goes beyond the hype to explore what truly survives in an AI-driven world, and why the future of SaaS has far less to do with code and far more to do with context.

• The new “build vs. buy” reality: Why buyers are questioning SaaS in the age of AI, and where that thinking falls short
• Who’s actually at risk: The types of SaaS companies most vulnerable in this shift (and why)
• The death of code as a moat: How value is moving from product to data, workflows, and domain expertise
• Context as the new advantage: Why owning deep customer understanding is becoming the ultimate differentiator
• What survives — and wins: The traits of SaaS companies that will endure and thrive in an AI-driven market

Read Michael’s recent article, AI Is Coming for SaaS. Just Not the Way You Think to learn more about this topic and his perspective on the SaaSpocalypse.

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In honor of Women’s History Month, this episode features three very accomplished female leaders — Jennifer Schutz, Lauren Langston, and Melissa Korzun — sharing candid insights on their career journeys, pivotal moments, and the mindset shifts behind their success. The conversation highlights how growth comes not from linear paths, but from embracing opportunity, building confidence, and leading with authenticity.

• How curiosity, adaptability, and unplanned opportunities shape successful careers
• Why leaning into challenges accelerates growth and opens new doors
• The role of self-awareness and authenticity in effective leadership
• The shift from execution to communication, influence, and alignment as you grow
• How to reframe setbacks as learning opportunities

Melissa’s Recommendations

• Crucial Conversations — Kerry Patterson, Joseph Grenny, Ron McMillan & Al Switzler
• Radical Candor — Kim Scott
• The Secrets of Six-Figure Women — Barbara Stanny
• Switch — Chip Heath & Dan Heath
• Lead with a Story — Paul Smith

Jennifer’s Recommendations

• Nice Girls Don’t Get the Corner Office — Lois P. Frankel
• Extreme Ownership: How U.S. Navy SEALs Lead and Win — Jocko Willink
• How Women Rise — Sally Helgesen & Marshall Goldsmith
• The 48 Laws of Power — Robert Greene
• Your Brain at Work — David Rock

Lauren’s Recommendations

• Designing Your Life — Bill Burnett & Dave Evans
• Powerful — Patty McCord
• Amp It Up — Fred Slootman
• Scaling People — Claire Hughes Johnson
• Conscious Business — Fred Kofman

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AI is no longer a futuristic add-on for consulting firms, it’s reshaping how firms operate, price, hire, and deliver outcomes.

In this episode Brent sits down with Tom Rodenhauser of K2 Consulting Research (formerly Kennedy Intelligence) to unpack what’s actually happening inside consulting firms as they operationalize AI. From boutique firms building knowledge engines that rival global players, to the governance structures required to protect client trust, to the accelerating shift away from time-based billing, this conversation separates hype from reality.

Key Topics Covered

• How boutique firms are competing with global giants
• The changing role of consultants (especially junior talent)
• Governance isn’t optional, it’s the prerequisite for trust.
• Transparency as a competitive advantage
• Outcome-based pricing is the future, but only for firms that can clearly define and measure results.
• Measurable internal impact and the time savings creating space for higher-value conversations and business development

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In this special compilation episode, Brent revisits three powerful conversations with leaders who have fundamentally reimagined how agencies price, position, and deliver value. As AI accelerates productivity, procurement squeezes margins, and time-based billing becomes increasingly commoditized, one thing is clear: the traditional agency model is under pressure. The firms that redefine themselves as performance partners, not effort vendors, are pulling ahead.

From valuation strategy to operational reinvention, this episode explores what it really takes to make the shift from selling hours to selling impact.

• Caroline Johnson, the Co-Founder of The Business Model Company discussing why selling time suppresses valuation — and how business model design can double or even triple firm multiples. (Ep. 63)
• Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny shares how they were able to eliminate individual timesheets and train teams to sell value instead of labor. (Ep. 94)
• Michael Farmer, Author of Madison Avenue Manslaughter and Madison Avenue Makeover - and the leader of Management consulting firm Farmer & Company provides practical lessons on leading scope discussions around outcomes—not procurement-driven deliverables—and what changes operationally when agencies focus on impact over hours. (Ep. 48)

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In this episode of The Professional Services Pursuit, Brent is joined once again by Ramone Param, Managing Director at Kennedy M&A, to kick off a new series focused on mergers and acquisitions in professional services. Together, they reflect on the 2025 M&A landscape and look ahead to what 2026 holds for consulting firms navigating economic uncertainty, AI-driven disruption, and shifting buyer expectations. Ramone shares firsthand insights from the deal market, offering a clear view of where momentum is building, what buyers are prioritizing, and how firms can position themselves for stronger valuations in the year ahead.

Key topics covered in this episode:

• What changed in 2025—and why optimism is returning in 2026
• Where buyer demand is strongest
• The shift from buying headcount to acquiring AI-enabled consultants, proprietary data, and differentiated intellectual property
• New value drivers in consulting valuations
• Ramone’s outlook on a potential transformational, cross-functional deal that could redefine the professional services landscape

You can find Ramone’s newsletter by visiting: https://www.linkedin.com/in/ramoneparam/

Learn more about Kennedy M&A here: https://www.k2consultingresearch.com/ma-advisory

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AI is rewriting the rules of professional services. As delivery time compresses and impact accelerates, traditional pricing models — T&M, fixed-fee, retainers — are starting to break.

In this episode, Banoo is joined by Melissa Korzun, Kantata’s VP of Industry Solutions to explore what outcome-driven delivery really looks like in an AI-powered services world. When utilization is no longer the scoreboard, firms are being judged on time to value, customer lifetime value, and portfolio ROI.

We cover:

• How to redesign service offerings and commercial models around measurable outcomes
• What changes when delivery becomes hybrid across humans and AI agents
• Why sales, delivery, and ops must evolve together—not in silos
• A practical crawl-walk-run approach to transformation
• How transparency and accountability become margin protectors, not overhead

The firms that win next won’t just deliver faster—they’ll make outcomes visible, repeatable, and profitable. This episode shows how to get there.

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In this episode of The Professional Services Pursuit, host Brent sits down with Shawn Windle, Founder and Managing Principal of ERP Advisors Group, to unpack a challenge nearly every professional services firm is grappling with: how to choose technology that delivers relief today and provides support for the needs of tomorrow. Drawing on hundreds of ERP and PSA implementations, Shawn shares candid insights into what works, what doesn’t, and how leaders can avoid costly missteps while laying the groundwork for scalable, long-term success.

Key topics covered in this episode:

• The people, process, and growth signals that indicate when it’s time to outgrow mid-level systems
• Why firms that delay investing in core systems risk falling behind as AI adoption accelerates
• The hidden dangers of overshooting your actual business needs with overly complex platform
• A pragmatic framework leaders can use to make smarter, more confident technology decisions

Visit ERP Advisors Group to learn more about their services and schedule a consultation.

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In this episode of The Pursuit Power Half Hour, Brent sits down with two seasoned CFOs, Steve DeSantis and Dave Ristow, to explore how the role of finance leadership has rapidly expanded across professional services. They discuss how CFOs are now expected to shape strategic direction, unify systems and data, strengthen delivery operations, and build tech stacks that can sustain long-term growth. 

Key topics covered include:

• How the CFO role has evolved from traditional financial oversight to strategic operator
• The challenges of rapid growth and how unified tools (PSA, ERP, BI) restore clarity and control.
• How CFOs partner with operations and delivery leaders 
• Signs it’s time to evolve your tech stack
• Advice for CFOs on owning the enterprise tech stack, preparing for AI-enabled operations, and building companies that can scale through multiple stages of investment.

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In this episode of the Professional Services Pursuit podcast, host Banoo sits down with industry analyst and longtime consulting leader Brian Sommer to break down the five critical “anti-trends” professional services firms must confront heading into 2026. Instead of following the overhyped AI narratives dominating the market, Brian challenges firms to rethink how they present expertise, differentiate themselves, and build credibility in an era where clients are more informed and more skeptical than ever. 

• Why firms must stop selling AI solutions in 2026 the same way they did in 2025
• How to “show, not tell” the real art of the possible with AI
• Why sharing your firm’s internal AI journey is essential for credibility
• The importance of proprietary intellectual property
• The need to rethink your firm’s value proposition and commercial model

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What if the billable hour is hiding the real health of your delivery organization? In this episode, we talk with Kyle Sandine, Associate Director of PMO and Delivery Center of Excellence at Adage Technologies, about why utilization and chargeability no longer tell the full story of project success. Kyle shares how Adage is shifting from time-and-materials to value-driven delivery, how project sentiment and real-time data strengthen outcomes, and why modern PMOs must evolve beyond traditional metrics to stay competitive.

We cover:

• The hidden costs of high utilization, and what leaders should watch for
• A practical framework for tracking delivery health beyond spreadsheets
• How to embed pulse checks to spot and mitigate risk early
• Navigating client maturity in value-based engagements
• Why team satisfaction is the key to scalable, repeatable success

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